By Philip Lay Making Customer Success the Centerpiece of Your Organization’s Strategy “Land and Expand” (L&E) has become ubiquitous jargon today for what used to be referred to as account development. This activity was aimed at attracting and then retaining customers so that they would buy more products from you over many years. But L&E has… Continue reading Land & Expand is a Business Strategy – Not a Sales Tactic
Curing the Rampant Waste in Product Innovation
By Philip Lay Why So Many Product Innovation Efforts Fail to Achieve Their Objectives “We lack a focused, cohesive vision for our company. We want to do everything and be everything — to everyone. We’ve known this for years, talk about it incessantly, but do nothing to fundamentally address it. We are scared to be left… Continue reading Curing the Rampant Waste in Product Innovation
Paul Wiefels Managing Director of the Chasm Group
By Paul Wiefels Paul Wiefels is a managing director and one of the founding partners of Chasm Group. He provides counsel to companies and organizations—from start-ups to the Fortune 500—in the areas of corporate, business, and market development strategy and specializes in product marketing and positioning. He is the author of The Chasm Companion: Implementing Effective Marketing… Continue reading Paul Wiefels Managing Director of the Chasm Group
Crossing the Chasm: What’s New, What’s Not?
By Geoffrey Moore January 28 is the publication date for the third edition of Crossing the Chasm. As with the second edition, I have worked hard to preserve the original argument largely intact. The big change is all new case examples referencing companies who crossed the chasm sometime in the past ten years. This should make the book… Continue reading Crossing the Chasm: What’s New, What’s Not?
7 Deadly Sins: How to Successfully “Cross The Chasm” with Cloud-based Solutions — By Avoiding These Mistakes
By Michael Eckhardt Cloud-based companies – whether in Silicon Valley, Boston, Berlin, or Bangalore – often seek “best practices” to accelerate growth for their key products or services. And that’s clearly a good thing. But today I’d like to draw your attention to a different perspective – seven worst practices or pitfalls that cause seemingly great… Continue reading 7 Deadly Sins: How to Successfully “Cross The Chasm” with Cloud-based Solutions — By Avoiding These Mistakes